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PersuasionMost writing falls into one of two categories:

Information

Persuasion

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PersuasionWhen you inform, your purpose is to convey information:

Map directions

Trip reports

Company policies

etc.

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PersuasionWhen you persuade, your purpose is to convince the reader to do something or believe something. You want your reader to:

Buy your product (take action)

Agree with you (adopt a belief)

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PersuasionPersuasive writing appears in:

Advertisements

Award nominations

Editorials

Letters

Opinion pieces

Petitions

Scholarly writing

Speeches

etc.

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PersuasionWhen will you write persuasively? Someday you might want to:

Ask your boss for a raise

Complain to a company about poor service

Write to your congressman seeking to have the pothole outside your house repaired

Write to a movie star asking for an autographed photograph

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PersuasionThe four elements of persuasive writing:

1. Position

2. Supports

3. Methods

4. Call to action

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PersuasionYour position is what you want your reader to do or believe:

"The Semi-Annual Sale Starts at Midnight."

"Susan Ramos for Councilwoman."

"Uniforms should be mandatory in public schools."

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PersuasionSupports strengthen or reinforce your position:

"One child dies from hunger every six seconds."

"Nutrition experts recommend daily servings of foods with Omega 3."

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PersuasionPersuasive methods convince your reader:

"Professor, you're a great teacher. About my grade…"

"I missed the midterm because my car broke down. Can I make it up?"

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PersuasionThe call to action gets your reader to… take action!

"Order now and receive a free gift."

"Donate $50 or more to join the Public Television Community."

"Click here for download."

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PersuasionLet's take a look at persuasive methods…

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PersuasionPersuasive methods can be divided into two groups:

Appeal to reason

Appeal to emotion

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PersuasionAppeal to reason uses logic, facts, and proof. This type of persuasive method is often found in:

Peer-reviewed scientific articles

Academic articles

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PersuasionAppeal to reason relies on the rigorous application of correct argumentation and logic. For example, is this conclusion valid or invalid?

1. All Greeks are human.

2. All humans are mortal.

3. Therefore, all Greeks are mortal.

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PersuasionAppeal to reason relies on the rigorous application of correct argumentation and logic. For example, is this conclusion valid or invalid?

1. All Greeks are human.

2. All humans are mortal.

3. Therefore, all Greeks are mortal.

Valid. If the premises are true, the conclusion must be true.

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PersuasionHow about this one?

1. Some Greeks are logicians.

2. Some logicians are boring.

3. Therefore, some Greeks are boring.

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PersuasionHow about this one?

1. Some Greeks are logicians.

2. Some logicians are boring.

3. Therefore, some Greeks are boring.

Invalid. The boring logicians might all be Romans (for example).

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Persuasion Unlike appeal to reason, appeal to emotion

manipulates the reader's emotions in order to persuade

Instead of facts, emotionally loaded language is used

And because the precise language of reason is not followed, the conclusions are often not verifiable

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PersuasionRecognize these ads for Coca-Cola?

"Things go better with Coke"

"It's the real thing"

"Have a Coke and a smile"

"Make It Real"

"Open Happiness"

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PersuasionThe ad appeals to emotion. If it appealed to reason, it would say Coke contains:

Sugar

Caramel color

Caffeine

Phosphoric acid

Coca leaf

Kola nut extract

Lime extract

Vanilla

Glycerin

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Persuasion Appeal to reason is considered the superior way to

persuade, but appeal to emotion is very, very powerful

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Persuasion By the way, what's the difference between advertising

and propaganda?

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Persuasion By the way, what's the difference between advertising

and propaganda?

Both are appeals to emotion, but…

Advertising promotes a product for commercial purposes

Propaganda promote an idea for political purposes

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PersuasionThere are many ways to appeal to emotion:

Appeal to age... "They haven't made a good car since 1969."

Appeal to authority... "The Surgeon General says that eating right reduces the risk for heart disease, cancer, diabetes, stroke, and osteoporosis."

Appeal to consequences... "If I cheated on my tests, I could never sleep at night."

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Persuasion Appeal to fear... "My sister accidentally killed herself.

She died of skin cancer." (Headline from an American Cancer Society advertisement)

Appeal to flattery... "I needed a beautiful woman to endorse my product, so naturally I thought of you."

Appeal to motive..."You can't believe the website. It recommends Oracle stock but it also displays advertising for Oracle products."

Appeal to novelty... "Our new diet incorporates the latest research in behavior modification."

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Persuasion Appeal to pity... "Through the Feed-A-Child program

your gift of just $10 a month can save starving children and give them a future."

Appeal to poverty... "If Mother Teresa is against abortion, then it's wrong."

Appeal to ridicule... "You sure know a lot about money for someone who's always broke."

Appeal to spite... "If you vote for Prop. 36 the rich will get richer and we'll have to keep cleaning their houses."

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Persuasion Appeal to the people (appeal to the masses)... "This

book has been on the New York Times' bestseller list for 64 straight weeks."

Appeal to the minority... "Are you going to be a mindless conformist drone and drink milk like everyone else, or will you wake up and drink a Monster?"

Appeal to inevitable victory... "Introducing the next Governor of the State of California."

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Persuasion Appeal to tradition... "Marriage is meant to be between

a man and a woman."

Appeal to wealth... "Robert Kiyosaki, author of Rich Dad Poor Dad, says we should invest in real estate."

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Persuasion: SummaryTo sum up… when writing persuasively, include the four elements:

1. Position

2. Supports

3. Methods

4. Call to action

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Persuasion: SummaryChoose which persuasive method (or some combination) to use:

Appeal to reason

Appeal to emotion

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Persuasion: SummaryIf using appeal to emotion, choose which type (or combination) to include:

Appeal to age

Appeal to authority

Appeal to consequences

Appeal to fear

Appeal to flattery

etc.

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